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Book details
  • SubGenre:Development / Business Development
  • Language:English
  • Pages:231
  • eBook ISBN:9781620959466

Mirror Mirror on the Wall Am I the Most Valued of Them All?

The Ultimate Element of Differentiation is You

by Leo J. Pusateri

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Do you know the seven compelling questions prospects should ask to truly understand your value? Can you articulate your answers with confidence, passion and speed? If you are a Financial Entrepreneur, and you've answered "no" or you are not sure, after reading mirror mirror on the wall am i the most valued of them all? you will answer a resounding "yes."
Do you know the seven compelling questions prospects should ask to truly understand your value? Can you articulate your answers with confidence, passion and speed? If you are a Financial Entrepreneur, and you've answered "no" or you are not sure, after reading, mirror mirror on the wall am i the most valued of them all? you will answer a resounding "yes." The book reveals the seven powerful questions every prospect and client will ask you or will be thinking about. You will learn the proven process of delivering your answers clearly and with consistency, you will learn how to distinguish yourself in a crowded marketplace, how to compete on value, and much much more. Internationally known coach/lecturer, Leo J. Pusateri, guides you through an introspective journey of discovering and articulating your value. His unique seven-step Value Ladder™ process teaches you world-class answers to the seven core questions. Who are you? What do you do? Why do you do what you do? How do you do what you do? Who have you done it for? What makes you different? Why should I do business with you? With the mantra, "YOU are the value," seize the opportunity to take your organization, your team, or your practice from good...to great...to extraordinary...to becoming the best that you are capable of becoming. This book will help you take your business to the next level as you create your Unique Value Proposition™, and other key elements of this dynamic and highly acclaimed process of discovering your value.
About the author
Leo Pusateri President, CEO, Pusateri Consulting and Training Passionate, inspirational, and motivating are words many would use to describe Leo Pusateri. Affectionately known as the “value man” in the financial services industry, he is also recognized as the industry’s premier thought partner of value-based training, not only by senior leaders in the C-suites, but among top advisors as well. While his core unique value proposition remains focused on helping organizations and individuals discover, articulate and capitalize on their value, Leo’s curriculum goes significantly deeper by teaching professionals the principles of reputational value as well as how to develop and present it. He guides senior leaders who are looking to drive an eight-to nine-figure lift to their businesses. He also leads financial entrepreneurs who are attempting to elevate their stature from “good-to-great” to ultimately becoming extraordinary in competing on value. When it comes to knowing, pricing, selling, and “living” your value, Leo’s time-honored and proprietary programs are in place around the world. This is a credible testament to his knowledge capital that he enthusiastically shares with clients. He has traveled the globe from Singapore to Spain, from Vancouver to Zurich, New York City to London, and from beautiful Buffalo to San Francisco—among other spots in and outside of the U.S. His travels find him working with senior leadership teams to financial entrepreneurs who represent broker-dealers, RIAs, investment management firms, private banks, family offices, insurance companies and others. Through Leo’s robust training programs with clients around the globe, firms have endorsed Leo’s skill set as the absolute best-in-class in bringing value-based training to the table. Due to increased growth, popularity, and utilization of his work throughout North America, Leo opened an office in Toronto and launched Pusateri Canada to extend the intellectual properties and consulting capabilities of his firm. Additionally in 2008, Pusateri formalized a strategic partnership with PriceMetrix of Toronto, which focuses exclusively on helping financial advisors become better “CEOs” of their business. PriceMetrix customers typically realize increases in assets, revenue and fee-based advisory business. Their programs proactively identify client, product and pricing opportunities. Leo practices what he preaches and is an authentic role model for consultative, respectful dialogue. He truly lives his values---effortlessly and with undeniable passion---and teaches others what he has learned over his professional lifetime. His highly acclaimed book published in 2002, "mirror mirror on the wall am i the most valued of them all?” describes in detail his proprietary and powerful Value Ladder™ process, and continues to be requested by senior executives, managers and advisors alike. In addition to understanding the nuances and the challenges that financial entrepreneurs face in winning mandates from the HNW and UHNW, he also knows the challenges faced by centers of influence and allied professionals. As a result, the American Institute of Certified Public Accountants (AICPA), the governing body of the accounting industry in the U.S., has recognized Leo’s work to be the peak of effectiveness and the highest standard of quality in the business. The Institute contracted with Leo for the development of a major book titled You Are The Value, an e-learning curriculum and major speaking engagements for their industry. Horsesmouth.com, an online industry provider of business development strategies, content, and conferences for advisors, touted Leo as best in class for his philosophies on competing on value. He is widely quoted in numerous industry publications and was a popular columnist for Financial Advisor magazine. Earlier in his distinguished career, Leo led the sales and marketing efforts for a nationally recognized investment advisory firm, and consulted with Fortune 500 companies, concentrating on sales productivity issues. His experience of 30+ years, coupled with a keen understanding of successfully working with high net worth clients and his work in the training and the behavior change world, has catapulted Leo into the highest sphere of understanding the intricacies of marketing and positioning financial services with the utmost of confidence, passion and speed. In addition, he strives to eliminate what Leo describes as the number one “disease” in the financial services industry: winging it. Whether it is distinguishing a firm by driving key economic metrics such as net new assets and price realization, or teaching a large team of financial advisors how to know, price, sell, and live their value, Leo not only forges strategic partnerships, but also---and more importantly--- as he is known to say, “lifetime friendships.” Leo is a 1977 graduate of St. Bonaventure University with a BBA degree in Marketing. He is a past alumni board member and is currently serving on the Business Advisory Board to the Dean of the Business School. Currently an active member of the Country Club of Buffalo, Leo has served on various committees to assist the club in achieving its goals. What Leo cherishes most is his family and friends. Happily residing (as he describes it) in "beautiful Buffalo,” he is a devoted husband of 33 years, loving father of four, and proud to say that his eldest daughter is working in the financial services industry. His other three children are pursing their passions with Leo and his wife’s guidance. In the past, he has spent many years, including two as president, on his children's school board at St. Gregory the Great. Leo is not only a coach in the financial services industry, but with his limited spare time, he is also coaching his son for his Sunday night Youth Basketball League. Even he can’t put a value on that.